Onit, Inc.

• Engage and develop existing partners along their journey through appropriate partnership models and strategies • Evaluate, attract, and engage new partners • Facilitate joint strategy development and planning with partners across sales, marketing, resource management, and implementations • Build and maintain relationships with a portfolio of partners, as well as internal groups • Identify and action steps needed to ensure partners meet jointly agreed sales goals • Identify and engage new prospect channel partner opportunities to develop new markets • Track and manage partner performance • Lead partner strategy, pipeline, and performance meetings • Track and manage partner sales opportunities, liaising between internal sales/account management/professional services team members and external partner leads • Draft and negotiate agreements with partners to ensure they are aligned with company requirements and all relevant client and alliance agreements • Liaise with internal and external implementation teams to transition knowledge and resolve escalated issues within partner portfolio, as needed • Contribute to continued program growth through initiatives around process improvement. • Attend trade shows, events and onsite business meetings as needed, including some overnight travel, up to 20%

• Own strategy and roadmap for a major product area or cross-product initiative aligned to company and portfolio goals • Translate company vision into clear product direction, identifying opportunities for differentiation, growth, and customer value • Drive multi-quarter to multi-year planning, balancing innovation, scalability, and customer needs • Develop deep expertise in legal operations, enterprise SaaS, and AI-driven workflows • Stay ahead of market trends and translate them into actionable product opportunities • Influence product direction through competitive insights, customer research, and data analysis • Lead end-to-end product lifecycle for complex initiatives—from discovery through delivery and iteration • Define high-quality product requirements and ensure alignment across engineering, design, and stakeholders • Establish prioritization frameworks that balance impact, feasibility, and strategic alignment • Act as the connective tissue across Product, Engineering, Design, Sales, Marketing, and Customer Success • Drive alignment on product direction, tradeoffs, and delivery timelines across multiple teams • Partner with GTM teams on positioning, packaging, and successful product launches • Engage directly with customers, partners, and internal stakeholders to validate problems and solutions • Define and own success metrics tied to business outcomes • Use data and insights to continuously refine product direction and prioritize investments • Collaborate with engineering and architecture teams to shape scalable, extensible platform capabilities • Contribute to decisions around AI/ML integration, data models, and system design tradeoffs • Ensure solutions meet enterprise requirements for security, compliance, and performance • Serve as a subject matter expert and internal thought leader in product and domain areas • Influence executive stakeholders through clear communication of strategy, tradeoffs, and outcomes • Elevate product management practices, mentoring other PMs and driving best practices across teams

• Own Onit’s category narrative and corporate positioning, including the through-line that defines what Onit is, what it replaces, and why its differentiation is defensible. • Set the master brand story that Product Marketing translates into product messaging and that Revenue Marketing carries into demand programs. • Lead the evolution of Onit’s positioning as the market and the AI category shift, keeping the story ahead of competitors. • Partner with the VP of Marketing and the executive team to align the brand narrative to company strategy and key market moments. • Monitor the competitive brand landscape and ensure Onit’s positioning responds to moves by key competitors including in enterprise legal management, CLM, and AI-native entrants. • Own Onit’s brand identity, voice, and visual system, and set the standard for how every team applies them. • Lead the website as a brand expression, owning the experience, design language, and how the story renders for first-time visitors, in partnership with web and design. • Direct the creative and design function to produce on-brand work at the pace of an AI company. • Own brand presence and experience at tier-one events and lead the OnPoint community as a brand channel, developing it as an always-on touchpoint for legal ops buyers and advocates. • Own earned media and PR, building Onit’s reputation and share of voice in the legal AI category. • Lead the executive and employee thought leadership program and scale the shift from episodic campaign spikes to an always-on, culture-led organic engine. • Own AI and LLM search visibility as a first-class brand channel, growing Onit’s citation share for the terms that matter to buyers. • Establish the brand measurement framework, including awareness, share of voice, organic reach, sentiment, and earned media, reported to the VP of Marketing and leadership on a defined cadence with clear business impact framing. • Support investor-facing narrative and corporate communications as Onit executes its AI platform transition, in partnership with the VP of Marketing and executive leadership. • Partner with Product Marketing on analyst storytelling, supplying the corporate narrative that analyst relations carries to market. • Consolidate and build the brand team, bringing dedicated headcount to a function that has operated across multiple contributors, including in-house PR and social, content, and design talent; manage the brand budget including agency and vendor relationships. • Hold the brand standard across every team that touches the brand without owning every task, partnering with Revenue Marketing and Product Marketing while keeping scope clean. • Operate like an AI company: fast, high-volume, experiment-driven, and comfortable leading through ambiguity.

• Own the full post-sale customer lifecycle for a portfolio of ~60 mid-market accounts, serving as their primary point of contact and trusted advisor • Develop deep expertise in OnitX to guide customers toward outcomes that solve their most pressing legal operations challenges • Proactively monitor account health, identify at-risk customers, and execute mitigation plans before issues escalate • Conduct regular business reviews to align on customer goals, demonstrate value, and surface expansion opportunities • Partner with the Renewals team to support on-time renewals and reduce churn within your portfolio • Collaborate cross-functionally to advocate for customer needs and share feedback with Product and Implementation teams • Develop and share best practices across the CS org to continuously improve efficiency and effectiveness

• Manage, coach, and develop a team of Customer Success Managers responsible for post-sales customer relationships. • Provide regular performance feedback, coaching, and development to ensure consistent execution and team growth • Oversee and effectively leverage an offshore or shared resource to support operational efficiency • Drive adoption and utilization of Onit products and services across the target customer base • Ensure consistent execution of onboarding, success planning, QBRs, and renewal readiness activities • Serve as an escalation point for customer risks, challenges, and complex engagements • Own aggregate customer health, retention, and renewal readiness • Support identification of expansion opportunities, including upsell and cross-sell motions, in partnership with Sales and Account Management • Ensure consistent application of Customer Success processes, playbooks, and segmentation-appropriate motions • Partner cross-functionally with Sales, Product, Support, and Professional Services to improve customer outcomes

• Build strong relationships with enterprise customers to understand their legal operations goals and drive value realization from Onit solutions. • Serve as the primary point of contact for strategic accounts, ensuring a seamless and proactive customer experience. • Translate legal ops pain points (e.g., billing challenges, matter management gaps, workflow inefficiencies) into actionable technical solutions. • Guide customers through onboarding, configuration recommendations, and best practices tailored to their maturity and objectives. • Triage and manage support escalations, working closely with Product, Engineering, and Support to drive resolution and root cause analysis. • Advocate internally for customer needs and product enhancements by identifying recurring themes and improvement opportunities. • Conduct regular business reviews, usage assessments, and roadmap discussions to ensure alignment with customer goals. • Document customer-specific workflows, integrations, and technical considerations to support continuity across internal teams. • Maintain consistent communication and engagement cadence with accounts, including QBRs, advisory sessions, and performance reviews.

• Execute on general ledger accounting, including journal entries, reconciliations, and variance analysis. • Perform monthly and annual financial close procedures. • Review financial statements to ensure accuracy and compliance with GAAP. • Work closely with internal teams to ensure proper financial reporting. • Analyze financial data to provide insights and recommendations. • Assist in financial audits by preparing schedules and providing necessary documentation. • Continuously improve accounting processes to enhance efficiency and accuracy. • Support the implementation and optimization of accounting systems. • Ensure compliance with internal controls.

• Own quarterly and annual pipeline targets aligned to sales quota. • Marketing-sourced and Marketing-influenced pipeline contribution to bookings — the headline number • Quarterly pipeline forecasting and weekly variance reporting • Partner with sales leadership on the Top 100 and Mid-Market account plans • Run the integrated planning cycle quarterly: target accounts, plays, channels, content, measurement • Set the operating rhythm for the team — weekly pipeline review, bi-weekly play retrospectives, monthly performance reviews • Deploy and own the AI agents that augment the team (Account Briefing, Content Atomization, Pipeline Hygiene, Workflow Audit) • Be marketing's primary partner to SDR and AE leadership, improving marketing-to-sales feedback loops. • Own the SFDC Engagement Cockpit operating rules with Marketing Ops and SDR managers • Drive the SAL-to-SQL accountability conversation with sales — using data, not opinion • Co-own the Acceleration Plan execution with the CRO's office. • Establish dashboard visibility into speed-to-lead and campaign influence. • Day-to-day ownership of HubSpot, HG Insights, ZoomInfo Marketing, Metadata.io, and the SFDC Engagement Cockpit • Continuous evaluation of new tools and AI capabilities; recommend additions or replacements quarterly • Manage direct reports across Campaign Management, Paid Media, Content Operations, and Field Marketing • Establish execution cadence and accountability frameworks. • Prioritize based on revenue impact and resource constraints. • Develop and mentor team members into strategic operators.

• Lead security reviews for application architecture and system design • Evaluate designs for authentication & authorization models, data access patterns, API exposure and trust boundaries • Provide clear, actionable guidance to engineering teams • Identify risks early and influence secure design decisions • Conduct pre-production / go-live security assessments • Determine whether a feature is safe to launch and what risks must be mitigated vs accepted • Partner with engineering and product to prioritize fixes and define compensating controls • Act as a security approver / advisor for production releases • Design and assess OAuth2, OIDC, SAML implementations • Identify and remediate broken access control and privilege escalation paths • Lead security reviews of REST, GraphQL, and event-driven APIs • Identify risks such as: Broken Object Level Authorization (BOLA), Injection vulnerabilities, Data leakage • Define standards for API authentication, Input validation, Rate limiting and abuse protection • Assess security risks in AI-powered features and systems • Lead vulnerability identification using Static analysis (SAST) and Dependency scanning (SCA) • Assess and map application attack surface • Integrate and optimize security tools in CI/CD pipelines • Improve developer experience with secure defaults

• Lead the successful planning, execution, and delivery of software implementation projects, ensuring they are completed on time, within scope, and within budget. • Apply Agile practices to manage project deliverables, sprints, and team progress. • Serve as the primary point of contact for clients throughout the project lifecycle. • Work closely with internal teams (such as Engineering, QA, and Product) to ensure the smooth execution of deliverables and that the solution meets the client's requirements. • Proactively identify project risks and challenges, working with the team to mitigate issues and ensure the project stays on track. • Maintain clear and accurate project documentation, including project plans, schedules, and status reports. • Manage defined project scope, objectives, and deliverables in collaboration with clients and internal teams. • Promote a culture of continuous improvement by evaluating project outcomes and processes. • Ensure that all team members are aligned with the project goals and timeline. • Support delivery of training materials for clients to ensure successful adoption and usage of the implemented software solution.